This article was first published in the October 2024 edition of Top Sales Magazine: Recruiting the right new salesperson - as any sales manager will … [Read more...] about Why sales-specific assessments are critical to recruitment and development
Webinar: why salespeople cannot rely on generic value propositions
According to marketers, every company needs a clear and consistent “value proposition” for every significant offering – and that may be enough when it … [Read more...] about Webinar: why salespeople cannot rely on generic value propositions
Walking the Talk with AI
The latest edition of the International Journal of Sales Transformation focuses on a topic that is already having a profound impact on the future of … [Read more...] about Walking the Talk with AI
If you’re not going to coach your salespeople, don’t bother training them
This article was first published in the September 2024 issue of Top Sales Magazine ... Numerous studies have shown that without reinforcement, most … [Read more...] about If you’re not going to coach your salespeople, don’t bother training them
B2B opportunity qualification: beyond BANT and MEDDIC to IMPACCT
This article was first published on LinkedIn, stimulated by an article by Mark Gibson. The qualification of complex B2B sales opportunities has come … [Read more...] about B2B opportunity qualification: beyond BANT and MEDDIC to IMPACCT
Has role specialisation in B2B selling gone too far?
Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production introduced the concept of … [Read more...] about Has role specialisation in B2B selling gone too far?
